Highspot Blog

Types of Sales Tools That Boost Productivity

sales tools

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity.

On an intuitive level, most team leaders and managers understand that the more buyers your team can engage (within a given period of time), the more deals they’ll close for your company. It’s simple enough: if your team used to reach out to 10 buyers per hour in the past, and they now reach out to 20 buyers per hour, assuming that their closing rate remains the same, you’ll get 2x the amount of successful deals.

There are various ways you can go about boosting sales productivity (for instance: setting up training sessions and getting your reps to read the best books on sales), but the most effective thing you can do is invest in a sales productivity tool or sales effectiveness tool for your team.

In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine.

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4 Steps to Sales Pitches That Engage Your Buyers

sales pitches

Buyers have had enough. In today’s fast-paced business environment, they don’t have time to sift through bad subject lines, generic follow-ups, sales jargon, or typos. This means that for today’s sales reps and marketers, the struggle to engage buyers is very real.

The truth is, your buyer is more informed than ever. SiriusDecisions states that the modern buyer has already gone through 67% of the buyer’s journey by the time they have their first meaningful interaction with a seller. This means that they’re out there doing independent research and educating themselves before you even reach them.

Since the modern buyer is educated and independent, sales and marketing teams must ensure that their outreach conveys the exact message that their buyer needs to hear at the exact moment that they need to hear it. Now more than ever, landing the right sales pitch that compels buyers to engage with your company is key. But how do you master the perfect balance between controlling the messaging that your sales reps are sending out and giving them the freedom to customize and personalize their outreach?

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The Secrets to Creating Winning Sellers

sales training and productivity

As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

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Social Prospecting: Getting Connected with the Modern Buyer

social prospecting

Sales enablement as a technology is still a grey area for a lot of people. In account development, I talk with several people every day who could benefit from our solution — but the term sales enablement sometimes stands in the way. That’s why it’s my job as a sales rep to educate and guide them, rather than shuffle them along to a contract. The mantra of educating and guiding should be your approach to social prospecting, too.

From a tactical standpoint, we practice the same sales methodology that we preach, which is largely due to how the modern B2B buyer behaves. We’re at a point in time where there’s a seemingly infinite amount of information and twice as many product reviews (thanks to our friend, Jeff from Amazon), and buyers have the incredible freedom and power to self-educate. Which is why when I’m looking to connect with my prospects, I need to be offering some value elsewhere, which is often just good conversation. We’re looking for people who might not know about our company or technology, yet own some degree of the problem that they consciously or unconsciously are looking to solve. Social media offers another channel through which you can meet your potential buyers, and offers some awesome power with the right approach. So, let’s dance.

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From Content to Close: Removing Friction with Sales Enablement

Salespeople are acquainted with the phrase Always Be Closing.  The faster they can reach quota, the better their business will run.  Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.

From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive.  It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.Continue reading article ›

5 Keys to a Great Sales Pitch

5 keys to a great sales pitch

Building a great sales pitch is both an art and a science. Sales and marketing professionals work very hard to get to the right person with the right message and have them agree to take time out of their increasingly busy day to hear what they have to say.

With all of that effort and such a small window of opportunity, delivering a great sales pitch is essential.

So many times, sales calls are bad experiences for both the sales professional and the prospect. Proper qualification long before getting to a person-to-person discussion goes a long way to avoid mismatched expectations or the dreaded “not the right person” realization. Using poor communication tools or slide-sharing systems only exacerbates the problem and takes precious time out of the agreed-upon amount for the meeting. Salespeople must not just focus on having meetings and delivering sales pitches to show they are doing their jobs, but be laser-focused on the quality of the interactions and the results produced.Continue reading article ›

Set Your Sales Pitch Apart by Asking Informed Questions

set your sales pitch apart

Although a standard part of any sales pitch, asking thoughtful questions that highlight knowledge of the problem and solution is both rare and differentiating.

Great salespeople ask a lot of questions and spend a great deal of time listening to the answers they receive. This not only helps to further qualify the prospect but serves to better position the offering as each piece of additional information adds context to the discussion.

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Focus on Customer Need and Desired Outcome in Your Next Sales Pitch

customer need and desired outcome in sales pitching

This is all about focusing on the “why” of the equation vs. the “how.”

There will be plenty of time to get into the details on how a product or service satisfies the need, but spend some time understanding the problem being addressed and the specific outcome the prospect is seeking.

Elevating the conversation to this level establishes a common ground for the conversation and an approach to itemize all the things that would define success.

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The Buyer’s Journey Matters More Than Your Sales Process

buyer journey

Now, more than ever, prospects have collected information and been influenced by factors beyond the seller’s control well before your first sales conversation.

The marketing department should have done its job to surround the prospect with good and worthwhile information ranging from content relevant to them to publicly available case studies and customer reviews. If this is lacking, be prepared to play catch-up in the first sales conversation — if it gets that far. Understand and appreciate the concept of the “buyer’s journey” which, simply put, is the set of steps and decisions a prospect goes through to become a customer.

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A Better Way to Prepare for Your Next Sales Call

how to prepare for your next sales call

It cannot be said enough that proper preparation influences the outcome of any meeting.  

This is even more important in a sales meeting.  There is a very short amount of time to make a proper impression as an individual.  Up until this point, most of the prospect’s interactions have been with marketing efforts or perhaps an email exchange or two with a salesperson to coordinate a time to speak directly. Everyone has worked so hard to get to this moment so why squander it without a bit of preparation on the industry, company, and person?  

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